Invoke Norm

Description

Get others to do as you request by reminding them of informal rules that
create social pressure to comply.

Talk about what others are doing, and how the person must go along with this.
Talk about 'everyone' rather than 'some' people. Say this is the 'right' thing
to do. Show surprise and even shock at any disagreement. Point out that others
would disagree.

Example

Surely you can't stay here. Everyone's expecting you.

That's not how it's done around here. This is the way that
people will like...

Give generously, like many of the other people around here!

Discussion

We are all affected by
social norms and
other informal rules as we make choices about what we do. Having to live in
society and with other people, it is important to sustain their approval and
respect. When we get on
with others, they may offer both practical and emotional support. If we break
social rules, we risk being shut out and losing the benefits of having friends
and colleagues.

A remarkably common persuasive statement by children, seemingly around the
world, is 'Everyone's got one'. In saying this, they transfer the social
pressure they are feeling to (typically) their parents. Social pressure is also
used in all kinds of other ways as a lever to get people to conform.

Invoke Norm is the 38th of the 64 compliance-gaining strategies
described by Kellerman and Cole.